From Portland Business Brokers Group.
Look past the largest customer
A major account can support years of growth while making a buyer nervous about concentration. Explain the relationship, the contract and who manages it day to day.
Show whether revenue comes from one buyer with several locations or from genuinely independent customers. The risk is different, even if the sales report looks similar.
Separate capacity from promises
A buyer can evaluate existing earnings and documented orders. Spare capacity is useful context, but it is not the same as profit already demonstrated by the business.
- Explain equipment utilization and maintenance needs.
- Record the skills that keep delivery or production reliable.
- Review agreements requiring consent to a transfer.
- Keep quoted work separate from accepted orders.
Decide what you want to hand over
You may be ready to leave ownership before you are ready to stop working. Compare a defined training role with an ongoing management commitment before negotiating the deal.
Start the valuation conversation with a concise earnings summary and your goals. You do not need to publish your company name in a business listing to make that inquiry.